The Center for Sales Strategy

MARCH 10, 2020

Sales Leadership 142

Sales Leadership Leadership Sales Sales Management 142

Hubspot Sales

MARCH 10, 2020

Welcome to the 2020 sales process where every single customer or sales initiated action is examined, scrutinized and obsessed over by sales people, sales managers, sales operation people and senior management. Like everything else in the world today, sales stages are much more granular, objective and should be more accurate than ever before. Your CRM is the oxygen for a sales team’s life (HubSpot has a good, modern CRM and its free) but one of the most important aspects of your CRM that gets a l

B2B 134

B2B Negotiation CRM Decision-making 134

Nutshell

MARCH 13, 2020

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. Theoretically, a custom CRM would include all the features your organization needs, none that you don’t, and would be tailored to your specific business in everything from the in-product terminology to workflows reflecting how your team sells.

CRM 126

CRM Software Software B2C 126

Sales Gravy

MARCH 7, 2020

On this episode of the Sales Gravy podcast, Jeb Blount (author of INKED) and Darryl Praill (CMO of Vanilla Soft) discuss the new paradigm and mash-up of sales and marketing. If you want to engage more prospects, build a bigger pipeline, and close more sales, then you'll want to pay attention to and heed Jeb's and Darryl's advice. There are new rules for sales and marketing.

Marketing 103

Marketing Sales 103

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

The Center for Sales Strategy

MARCH 9, 2020

LinkedIn is the most popular professional social networking site out there, which means if you have a B2B business or cater to other professionals in a specific industry, it could be the ideal platform for growing your business. By now, you’ve updated your LinkedIn profile using the Ultimate LinkedIn Profile Checklist. Now you want more engagement, you want your LinkedIn posts to attract more viewers and increase shares—but where do you even start?

B2B 115

B2B Media Sales 115

Hubspot Sales

MARCH 9, 2020

Even as a talented sales rep, you’re bound to experience failure at one point or another. Whether you were just shy of hitting your quota or you had a promising deal that didn’t go through, not every attempt at a goal is going to result in a home run. If you’re experiencing one of those moments, all hope is not lost. Here are some inspirational quotes to help you get back on your feet after a setback.

Decision-making 80

Decision-making Innovation Sales 80

Groove HQ

MARCH 10, 2020

A well-thought-out plan for creating knowledge base articles with examples from our own help center. The post 8 Knowledge Base Examples (From Our Help Center) with Lessons for How to Create Your Own appeared first on Groove Blog.

93

93

Nutshell

MARCH 11, 2020

A product demo is an in-person or virtual demonstration that illustrates the ways in which a physical product or piece of software operates. Product demos can be pre-recorded or delivered in real time, and are usually employed by salespeople to give prospects an overview of various features, highlight use-cases , and communicate value. Some common variations of the product demo include: One-to-many demo: A regularly scheduled presentation in which one or more sales reps give a general overview o

Sales 91

Sales Software Software B2B 91

Hubspot Sales

MARCH 8, 2020

Salespeople have never had so much technology at their fingertips. Some of the latest — and possibly most promising — tools for sales teams use predictive analytics, a form of artificial intelligence technology that can optimize decision making around sales efforts. But with all the products promising to tell the future, it’s hard to discern which can actually deliver.

Artificial Intelligence 125

Artificial Intelligence Software Software Decision-making 125

Engage Selling

MARCH 12, 2020

Are you prepared to lose your biggest customer? It’s no secret that losing clients is never a good feeling, but some client losses are felt harder than others.

Account Management 93

Account Management Management 93

Advertisement

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

Strategic Planning and Management Insights

MARCH 12, 2020

On this episode of the Strategy & Leadership Podcast , we're joined Dr. Gleb Tsipursky, CEO of Disaster Avoidance Experts LLC and author of Never Go With Your Gut : How Pioneering Leaders Make the Best Decisions and Avoid Business Disasters.

Decision-making 91

Decision-making Leadership 91

Sandler Training

MARCH 12, 2020

In the complex world of enterprise accounts, team selling is the name of the game. When it comes to winning, selling to, growing, and serving major accounts, team selling needs to be much more than just a tag line. It needs to be the way you do business. The post Winning Business through Channel Selling appeared first on Sandler Training.

Sales 87

Sales 87

Hubspot Sales

MARCH 11, 2020

Pricing a product is like baking cookies for your kid's second grade class. In this case, their classmates will only eat cookies within a certain range of crispiness — one you don't have a definitive grasp on. Ideally, every kid in the class will want to eat your cookies, but you realize limitations in resources and variability in preferences make that improbable.

Profitability 116

Profitability Media Marketing 116

SBI Growth

MARCH 10, 2020

Did you know that 70% of the buying experience is based on how the customer feels they are treated? Failing to deliver a good customer experience – from the customer’s perspective – has real consequences. The good news is, if a.

Customer Experience 87

Customer Experience Emotional Intelligence B2C B2B 87

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

PandaDoc

MARCH 11, 2020

It’s no secret that we like to drink our own champagne over here at PandaDoc. We use our product to onboard new hires, forecast internal revenue, and above all, close more deals. Our sales team faces the same pressure to hit quota month over month as our customers do, and with each month that passes the relationship between buyer and seller evolves.

Sales 81

Sales Onboarding Media Organization 81

The Center for Sales Strategy

MARCH 13, 2020

- MOTIVATION -. "Quality performance starts with a positive attitude.". - Jeff Gitomer. - AROUND THE WEB -. > The B2B Sales KPIs You Should Be Tracking According to 60+ Experts– Databox. The art of B2B marketing in the digital age is becoming more complex. In a world where buyers and decision-makers have access to a world of information (offered by you and your competitors) and the buyer’s journey is becoming increasingly noisy, more effort does not always equal better results.

B2B 81

B2B Sales Digitalization Organization 81

Hubspot Sales

MARCH 10, 2020

As your startup grows, you’ll want to build a stellar leadership team to usher in your company’s next level of success. And for nearly every business, bringing in more money is an important sign of success. As the founder, you can’t be responsible for this alone — you need a talented leader who can build a stellar team of sellers to bring in more revenue for your company.

Sales 106

Sales Leadership Sales Leadership Acquisition 106

SBI Growth

MARCH 11, 2020

If a comprehensive history of corporate entities is ever written and published, it will be littered with anecdotes of firms that were forced to make challenging decisions when business was difficult. Were they ready for an economic recession? Had the.

Publishing 83

Publishing Management Decision-making Organization 83

Advertisement

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Meetings

Kainexus

MARCH 11, 2020

Eliminating waste is at the heart of the Lean Business methodology. The goal of Lean is to spend more of your time creating value for customers by reducing or eliminating everything else - the waste. Several common types of waste have been identified and together represent the “ 7 Wastes of Lean ” (sometimes expressed as "8 types of waste, including the additional "waste of human potential" or "waste of talent").

80

80

Showpad

MARCH 10, 2020

Showpad believes buyer experience is the ultimate differentiator for every business. That’s why our products and services are designed with one purpose in mind: to empower our customers to be at their best, delivering more consultative, personalized, value-driven and insightful buyer experiences. But our commitment to our customers goes well beyond powerful tools and features.

Software 76

Software Software Organization Management 76

Groove HQ

MARCH 9, 2020

You do not need a 50-page document for your marketing style guide. Ours is less than 1,000 words. I once spent three days locked in a room with three other writers arguing about style and grammar as we tried to develop rules for our style guide. Em dashes. En dashes. Bullet points. Oxford commas. It […]. The post Our Marketing Style Guide Is Just 658 Words.

Marketing 75

Marketing 75

The Center for Sales Strategy

MARCH 12, 2020

From reduced revenue to poor employee morale, there’s one situation that creates heightened anxiety among sales managers and CEOs, and that’s an open position that goes unfilled for too long. “Somebody is better than nobody”—we’ve all said it when it comes to our sales team. There’s pressure to fill open jobs quickly, and with good reason, but what brings us to this point of desperation?

Banking 74

Banking Sales Management Management Sales 74

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

Meetings

RAIN Group

MARCH 11, 2020

Reinforcement has been a trend in the world of sales training for a while now. All the research data in sales training—and learning and development in general—supports the need for robust reinforcement. But it’s still not happening often enough. According to Aberdeen , fewer than half (44%) of companies formally follow-up initial sales training with reinforcement.

Sales Training 74

Sales Training Sales Sales Management Management 74

Sales Readiness Group

MARCH 11, 2020

According to industry research, sales managers that devote more than three hours of coaching per month to each of their team members achieved 107% of their team quota. On the other hand, teams that received no coaching met only 82% of their quota. Coaching works because it helps you create leverage, and leverage is the key to be a successful sales manager.

Sales 71

Sales Sales Management Management 71

Showpad

MARCH 12, 2020

Essential to any successful sales process is some form of sales enablement. By providing sales enablement tools such as ongoing training materials and marketing content to reps, you support their development and strengthen their contribution to sales and organizational goals. To adapt and optimize sales enablement efforts for long-term success, it’s critical to measure the impact of your strategy on an ongoing basis. .

Onboarding 69

Onboarding Sales Communication Sales Management 69

Revegy

MARCH 10, 2020

Developing client financial insights is one of the key skills that separates top performing sellers from all others. Yet, a recent survey by FinListics Solutions and Revegy reveals that less than 25 percent of sellers believe they understand their customers’ financial performance very well, and almost 50 percent believe their understanding needs significant improvement.

Logistics 69

Logistics Investors Retail Account Management 69

Advertisement

Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Miller Heiman Group

MARCH 10, 2020

Loyalty drives the 4 Rs: revenue, reputation, referrals and retention. But when buyers start to see companies and their sellers as interchangeable vendors who can easily be replaced, they have little reason to remain committed to one business. Just meeting, not to mention exceeding, the modern customer’s expectations for a personalized, enhanced, omnichannel experience is getting harder.

Interpersonal Skills 64

Interpersonal Skills Customer Experience Brainstorming B2B 64

Kainexus

MARCH 13, 2020

With more new cases of COVID-19 diagnosed every day and the recognition that we’re only at the beginning of this pandemic, the health and safety of employees is a top priority of companies around the globe. Our hearts go out to the many people around the world who will be affected by this development. In an effort to do our own small part, on Thursday, March 12 our company transitioned into a virtual company with all staff working from home indefinitely.

63

63

Showpad

MARCH 11, 2020

Recently, our US-based team headed to Chicago while our EMEA Showpadders gathered in Ghent, Belgium for our 2020 Revenue Kickoffs (RKO). As a first-time attendee at Showpad’s RKOs, I left inspired and excited about the energy each Showpadder brings to their work. And as the Chief Customer Officer, I am more envirgorated than ever to partner with our customers to become best-in-class in sales enablement and digital transformation.

Digital Transformation 64

Digital Transformation Transportation Manufacturing Digitalization 64

MTD Sales Training

MARCH 10, 2020

Episode 44 – Two words that can eliminate indecision, how microlearning can help us prosper and a quote from Henry Ford. This latest podcast takes a look at the two words that can eliminate indecision in your prospect. Could it really be as simple as that? Well, stay tuned to find out those simple words and the reason why they could have a big effect on the way your prospect considers the decisions they make.

Decision-making 62

Decision-making Sales Training Sales 62

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Sales